A leading national health insurance carrier had a major concern: their medical sales were robust, but they were getting hammered in the specialty arena. The issue was primarily one of messaging: the sales and account teams didn’t know how to incorporate specialty pitches into their presentations to medical accounts, relying instead on a handful of clinical team members to accompany them on larger sales calls.
We helped this client retool their customer experience in a way that was personalized while still being scalable. From group workshops to one-on-ones, we gathered concerns, ideas, and input from a diversity of stakeholders, then designed a novel, story-centric sales strategy to help them empower their teams, connect with their customers, and close deals.
I can share more about this project in person.
My role: Facilitation, interviews, research, messaging strategy, storytelling